1. Start with great sales people.
Your business makes money when your salespeople make a sale. That means that great salespeople will make MORE sales, which will put MORE money in your pocket. However, you are not entitled to make a sale. You have to work for it, and if your sales team is not doing the job, they are essentially taking money OUT of your pocket.
Make sure you monitor your salespeople to see if they have a desire to make the sale. If not, get rid of them. There are plenty of people looking for jobs who WILL make the sale to keep their paycheck coming in each month.
2. Be active toward customers.
Here’s where my trip and the salespeople in China come in. The Chinese are experts at selling and have a huge desire to make the sale. Every store I went into had a wonderful sales person. They asked if I needed any help immediately. If I picked anything up, they would make a comment like, “That is very good quality and I can make you a good price on it today.” They wanted to make the sale and they wanted to make it now. They were active towards their customers to make it happen.
3. Upsell whenever possible.
Chinese storeowners understand the value of upselling. At every purchase I made, I was presented with an opportunity to buy something else – usually a trinket conveniently placed by the cash register. The storeowners made a conscious effort to increase my customer value as I was pulling out my wallet.
4. Attract potential customers.
The Chinese stores also do an outstanding job of luring you in. You’ll find someone standing outside just about every store inviting you in. They want your business so they actively pursue it. I found a lot of things that I was looking for just by asking the helpful salesperson standing outside the door.
Are you asking your customers how you can better serve them? Are you asking them what else they need? Are you “standing at the door” asking them to come in and telling them you’d like to help them? If not, you are losing sales! You can’t just cross your fingers and hope customers come to you.
By: Craig Simpsom